Justin Schrader

Buy American Act vs. Berry Amendment vs. TAA: Domestic Sourcing Compliance Guide for Government Suppliers: If you sell products to the federal government, domestic sourcing rules can decide whether your offer is even eligible. The **Buy American Act (BAA)**, the **Berry Amendment** and the **Trade Agreements Act (TAA)** each apply in different situations. This guide explains the differences and how **government suppliers** can stay compliant. # The Buy American Act The **Buy American Act** gives a price preference to domestic end products in federal supply contracts. Under the FAR, a manufactured product qualifies as domestic if it is manufactured in the United States and its **domestic content** meets a required threshold: - **65%** domestic content for items delivered in calendar years 2024 through 2028 - **75%** starting in 2029 Products made predominantly of iron or steel have their own test, and higher price preferences apply to certain "critical items." Exceptions exist, including for commercially available off-the-shelf (COTS) items in some cases and nonavailability determinations. # The Trade Agreements Act When an acquisition is above the applicable trade agreement threshold, the **TAA** generally replaces the Buy American preference. Under the TAA, agencies may only buy U.S.-made or **designated country** end products. Products from non-designated countries, including China, are generally not allowed. Country of origin is based on where the product was "substantially transformed." **TAA compliance** is required for GSA Schedule products regardless of order size. # The Berry Amendment The **Berry Amendment** applies to the Department of Defense. It requires certain items to be entirely grown, reprocessed, reused or produced in the United States, including: - Food - Clothing and textiles - Tents, tarpaulins and covers - Certain fibers, yarns and fabrics - Hand or measuring tools Unlike the BAA, the Berry Amendment is a strict 100% domestic requirement with limited exceptions. DFARS also contains separate **specialty metals** restrictions for many defense items. # Quick Comparison - **Buy American Act:** government-wide, price preference, domestic content test - **Trade Agreements Act:** above trade thresholds and on GSA Schedules, U.S. or designated-country products only - **Berry Amendment:** DoD only, specified items, 100% domestic # Supply Chain Compliance Best Practices - Map every product's components and country of origin - Get supplier certifications and keep documentation current - Review the solicitation's clauses (for example FAR 52.225-1, 52.225-5 and DFARS 252.225-7012) to know which rules apply - Train your sales team so it does not offer non-compliant products - Re-check compliance whenever a supplier or manufacturing location changes Mis-certifying country of origin can lead to contract termination, suspension and False Claims Act liability. # Frequently Asked Questions ## Are products made in China TAA compliant? Generally no. China is not a TAA designated country, so products substantially transformed in China usually cannot be sold under TAA-covered contracts. ## Is "assembled in USA" enough for the Buy American Act? Not by itself. The product must be manufactured in the U.S. and meet the domestic content threshold. ## Does the Berry Amendment apply to civilian agencies? No, it applies to DoD, though some agencies have similar rules for specific items. *How does your company manage sourcing compliance? Share your process below.*

How to Build a Federal Contracting Pipeline Using Agency Forecasts, Recompetes and USAspending Data: The companies that win the most government contracts are rarely surprised by an RFP. They build a **federal contracting pipeline** months or years ahead using free **government market research** sources. This guide shows how to use **agency procurement forecasts**, **recompete tracking** and **USAspending** data to find and qualify opportunities early. # Understand the Federal Fiscal Year The federal fiscal year runs from **October 1 to September 30**. Fiscal year 2027 began October 1, 2026. Agencies often operate under continuing resolutions early in the year, which can delay new starts. Spending typically surges in the fourth quarter (July to September) as agencies obligate expiring funds. Plan business development around this cycle. # Source 1: Agency Procurement Forecasts Most agencies publish **procurement forecasts** listing planned acquisitions with estimated value, NAICS code, set-aside plans and timeline. Review forecasts for your target agencies regularly, add matching opportunities to your pipeline, and contact the listed small business specialist or program office to learn more. # Source 2: USAspending.gov and FPDS **USAspending.gov** and the **Federal Procurement Data System (FPDS)** show who won what, when and for how much. Use them to: - Identify which agencies buy your NAICS and PSC codes - Find incumbents and their contract values - See **period of performance end dates** to spot recompetes - Find the contract vehicles agencies use for your type of work # Source 3: Recompete Tracking A **recompete** is an existing contract that will be competed again when it expires. Recompetes are often more predictable than new requirements. Start capture 12 to 24 months before expiration. Learn how the incumbent is performing, whether the customer wants change, and whether the acquisition strategy or set-aside status might shift. # Source 4: SAM.gov Early Notices Track **sources-sought notices**, **RFIs**, **presolicitation notices** and **industry day** announcements on SAM.gov. Responding to market research shapes requirements and can influence set-aside decisions. # Source 5: Budget Documents Agency budget justifications explain priorities and funding levels for programs. Line items that grow year over year signal opportunities. # Qualify Your Pipeline Not every opportunity deserves your time. Score each one on: - **Customer relationship:** do you know the buyer and the problem? - **Fit:** do your capabilities and past performance match? - **Competition:** how strong is the incumbent? - **Access:** are you on the required contract vehicle, or teamed with someone who is? - **Value and timing:** is the size right, and do you have capacity? Use stage gates such as identify, qualify, capture, bid decision and proposal to move only the best opportunities forward. # Frequently Asked Questions ## How far ahead should I track opportunities? For major pursuits, 12 to 24 months before the RFP. For smaller buys, 3 to 6 months still helps. ## Are paid market intelligence tools necessary? They save time, but free sources like SAM.gov, USAspending.gov and agency forecasts can support a solid pipeline. ## What is a good win rate? It varies widely. Qualifying opportunities better is the fastest way to improve it. *What signals do you watch to spot opportunities early? Share your favorite sources below.*

Facility Security Clearance (FCL) Guide: How Contractors Get Cleared Under the NISPOM: Many defense and intelligence contracts require access to classified information, which means your company needs a **Facility Security Clearance (FCL)**. Getting an FCL is one of the most misunderstood steps in government contracting. This guide explains how the **FCL process** works under the **NISPOM** and how to prepare. # What Is a Facility Clearance? An **FCL** is an administrative determination that a company is eligible to access classified information at a specific level: Confidential, Secret or Top Secret. Companies with an FCL participate in the **National Industrial Security Program (NISP)**, overseen for most of industry by the **Defense Counterintelligence and Security Agency (DCSA)**. The rules are in the **NISPOM**, codified at 32 CFR Part 117. # You Cannot Apply for an FCL Yourself A company cannot request its own facility clearance. It must be **sponsored** by a government contracting activity or a cleared prime contractor that has a legitimate need for the company to access classified information, such as a classified contract or subcontract (usually with a **DD Form 254**) or a pending bid that requires clearance. # The FCL Process Step by Step - **1. Sponsorship:** the sponsor submits a request to DCSA. - **2. Registration in NISS:** the company registers in the National Industrial Security System and submits required documents. - **3. Documentation:** business records, organizational documents, a list of key management personnel (KMP) and the **SF 328 Certificate Pertaining to Foreign Interests**. - **4. KMP clearances:** the senior management official, the **Facility Security Officer (FSO)**, the Insider Threat Program Senior Official and other KMP as required must obtain personnel clearances at the FCL level. - **5. Orientation and review:** DCSA's Industrial Security Representative reviews the company and the security program. - **6. FCL issued,** followed by ongoing oversight and security reviews. # Foreign Ownership, Control or Influence (FOCI) If a company has foreign owners, foreign debt, foreign board members or significant foreign revenue, DCSA evaluates **FOCI**. Mitigation agreements may be required before an FCL is granted. Disclose foreign ties early to avoid delays. # Personnel Security Clearances Employees who need classified access must obtain a **personnel security clearance (PCL)**. Investigations are processed through DCSA systems, and cleared employees are enrolled in **continuous vetting**. Cleared talent is in high demand, so many firms recruit candidates who already hold active clearances. # Running a Compliant Security Program - Appoint a trained FSO and an Insider Threat Program Senior Official - Deliver initial and annual security training - Report required events such as changed conditions, adverse information and suspicious contacts - Safeguard classified material per NISPOM requirements if your facility has storage approval - Prepare for periodic DCSA security reviews # Frequently Asked Questions ## How long does it take to get a facility clearance? It varies with company complexity, FOCI and KMP investigation timelines. Responsive, complete submissions shorten the process. ## Does an FCL cost money? The government covers investigation costs, but companies bear the cost of running their security program and FSO. ## Can a small business get an FCL? Yes. Many small businesses get sponsored as subcontractors to cleared primes. *Are you an FSO or building a cleared program? Share questions and lessons below.*

Federal Construction Contracting Guide: Miller Act Bonds, Davis-Bacon Wages and Design-Build Bids: **Federal construction contracts** fund military bases, VA hospitals, federal buildings, ports, dams and more. Contractors who understand **Miller Act bonding**, **Davis-Bacon prevailing wages** and federal **design-build** procurement have a big advantage. This guide covers the essentials. # Who Buys Federal Construction? - **U.S. Army Corps of Engineers (USACE):** military construction and civil works - **Naval Facilities Engineering Systems Command (NAVFAC):** Navy and Marine Corps facilities - **Air Force civil engineering** and installation contracting offices - **Department of Veterans Affairs:** medical centers and clinics - **GSA Public Buildings Service:** federal buildings and courthouses Many also award Multiple Award Task Order Contracts (MATOCs) and Job Order Contracts (JOCs) for recurring work. # Miller Act Bonding Requirements The **Miller Act** requires prime contractors on federal construction contracts over $150,000 to post: - A **performance bond**, protecting the government if the contractor fails to perform - A **payment bond**, protecting subcontractors and suppliers who are not paid Bid guarantees, usually 20% of the bid price up to $3 million, are commonly required with the bid. For smaller contracts, alternative payment protections apply. Build a relationship with a surety early. Your bonding capacity sets the size of projects you can pursue. The **SBA Surety Bond Guarantee Program** can help small contractors qualify. # Davis-Bacon Act Prevailing Wages The **Davis-Bacon Act** applies to federal construction contracts over $2,000. Contractors must pay laborers and mechanics at least the locally prevailing wages and fringe benefits listed in the wage determination for the project. Key compliance steps: - Use the correct wage determination from SAM.gov included in the contract - Classify workers correctly by trade - Submit weekly **certified payrolls** - Post wage determinations and notices at the job site - Flow down requirements to every subcontractor # Design-Bid-Build vs. Design-Build In **design-bid-build**, the government provides a completed design and contractors bid on construction, often with sealed bidding. In **design-build**, one team handles design and construction. Federal agencies often use a **two-phase design-build selection**: Phase One shortlists teams based on qualifications and approach, and Phase Two requests detailed technical and price proposals from the shortlisted offerors. # Small Business Construction Opportunities Many construction projects are set aside for small businesses, HUBZone firms, SDVOSBs and 8(a) firms. Remember the **limitations on subcontracting**: a small prime may not pay more than 85% of the contract amount to non-similarly situated subs on general construction, or 75% on special trade construction. # Facilities Maintenance and Service Contracts Facilities operations and maintenance work is generally a service contract and falls under the **Service Contract Act** rather than Davis-Bacon. Read the solicitation to know which labor law applies. # Frequently Asked Questions ## What is the Miller Act threshold? Performance and payment bonds are required for federal construction contracts over $150,000. ## Does Davis-Bacon apply to subcontractors? Yes. Prime contractors are responsible for subcontractor compliance, including certified payrolls. ## How can a small contractor increase bonding capacity? Strong financial statements, working capital, a track record of completed projects and the SBA Surety Bond Guarantee Program all help. *What federal construction projects are you bidding? Share tips with fellow contractors below.*

Indirect Rates for Government Contractors: Fringe, Overhead, G&A and DCAA-Compliant Accounting: Winning government work at a profit starts with knowing your **indirect rates**. Your **fringe**, **overhead** and **G&A rates** drive your **wrap rate**, which determines how competitive your price is and whether you recover all your costs. This guide explains how indirect rates work and what a **DCAA-compliant accounting system** requires. # Direct vs. Indirect Costs **Direct costs** can be traced to a specific contract, such as labor on the project, materials and travel for that work. **Indirect costs** benefit multiple contracts or the business as a whole, such as benefits, rent and executive salaries. Indirect costs are grouped into **cost pools** and allocated to contracts using an **allocation base**. # The Three Most Common Indirect Rates - **Fringe rate:** fringe benefit costs (payroll taxes, health insurance, paid leave, retirement) divided by total labor dollars. - **Overhead rate:** costs supporting direct work (facilities, supervision, equipment, project support staff) divided by direct labor, often including fringe on direct labor. - **General and administrative (G&A) rate:** costs of running the company (executive management, accounting, HR, business development) divided by total cost input or value-added cost input. # How to Calculate a Wrap Rate The **wrap rate** shows the fully burdened cost of one dollar of direct labor. A simple example: - Direct labor: $50.00 per hour - Fringe at 30%: $50.00 x 1.30 = $65.00 - Overhead at 40% of direct labor: $65.00 + $20.00 = $85.00 - G&A at 12%: $85.00 x 1.12 = $95.20 - Wrap rate before fee: $95.20 / $50.00 = **1.90** Add profit or fee on top to get the billing rate. Rate structures differ by company, so build your model around your own cost pools. # What Makes an Accounting System DCAA-Compliant? For cost-reimbursement and certain other contracts, the government must determine your accounting system is adequate. The **SF 1408 pre-award survey** checklist is commonly used. Key requirements include: - Segregation of direct and indirect costs - Identification and accumulation of costs by contract - Exclusion of **unallowable costs** under FAR Part 31 (for example, entertainment, alcohol, most lobbying and bad debts) - Timekeeping that records hours daily by charge code, with employee and supervisor approval - Monthly closing of books and a logical, consistent method for allocating indirect costs - Ability to support interim billings and final indirect cost rate proposals # Tips for Competitive, Compliant Rates - Benchmark your wrap rate against competitors in your market. - Choose a cost pool structure that fits your business model, and apply it consistently. - Use provisional billing rates and true them up at year end. - Submit your incurred cost proposal on time (generally within six months after fiscal year end) for flexibly priced contracts. - Invest in government contract accounting software before you win a cost-type contract. # Frequently Asked Questions ## What is a good wrap rate for a government contractor? It varies by industry and company size. Professional services firms with lean structures often have lower rates than firms with heavy facilities and management costs. ## Do I need a DCAA-compliant system for a fixed-price contract? Usually not for firm-fixed-price awards, but you will need one for cost-reimbursement and time-and-materials work with certain requirements. ## What is a forward pricing rate agreement? An agreement with the government on rates to use when pricing future proposals, common for larger contractors. *How do you structure your cost pools? Share your approach below.*

FAR Thresholds 2026: Micro-Purchase, Simplified Acquisition and Other Key Dollar Limits: Federal acquisition rules change based on contract dollar value, so every contractor should know the current **FAR thresholds**. On October 1, 2025, the FAR Council's periodic inflation adjustment raised many key limits, including the **micro-purchase threshold** and the **simplified acquisition threshold**. Here is a quick reference and what each threshold means for your business. # Key FAR Thresholds (Effective October 1, 2025) - **Micro-purchase threshold (MPT):** $15,000 (up from $10,000). Purchases at or below this level usually need no competition and are often paid by government purchase card. - **Simplified acquisition threshold (SAT):** $350,000 (up from $250,000). Simplified procedures apply, and purchases between the MPT and SAT are generally reserved for small businesses. - **Commercial products and services simplified procedures:** $9 million (up from $7.5 million). - **Certified cost or pricing data (TINA):** $2.5 million (up from $2 million). - **Small business subcontracting plan:** required for large primes on contracts above $900,000 (up from $750,000), or $2 million for construction (up from $1.5 million). - **8(a) sole-source awards:** up to $5.5 million, or $8.5 million for manufacturing. Higher micro-purchase limits apply in some contingency and emergency situations. # Thresholds That Did Not Change Some thresholds are set by statutes exempt from inflation adjustment, including the **Davis-Bacon Act** prevailing wage threshold for construction ($2,000) and the **Miller Act** bonding threshold ($150,000). Always check the current FAR text for the threshold in your solicitation. # Why These Thresholds Matter to Contractors - **More small business set-asides:** the higher SAT means more purchases fall into the range usually reserved for small businesses. - **Faster buying:** more purchases qualify for simplified procedures with less paperwork. - **Fewer cost disclosures:** the higher TINA threshold means fewer contracts require certified cost or pricing data. - **Subcontracting plans:** large primes must submit plans on fewer contracts, which affects small business subcontracting goals. # Clause Applicability Depends on Dollar Value Many FAR and DFARS clauses only apply above certain amounts. When reviewing a solicitation, check the contract value against clause prescriptions so you know which obligations apply, and flow down the required clauses to subcontractors. # Stay Current With FAR Changes The FAR is being substantially rewritten through the ongoing FAR overhaul, and agencies have issued class deviations as they adopt the changes. Watch acquisition.gov, Federal Register notices and agency deviations so you are not caught off guard. # Frequently Asked Questions ## What is the simplified acquisition threshold in 2026? $350,000, effective October 1, 2025. ## What is the micro-purchase threshold in 2026? $15,000 for most purchases, effective October 1, 2025. ## How often are FAR thresholds adjusted for inflation? Every five years, under 41 U.S.C. 1908. ## Do the new thresholds apply to existing contracts? Generally they apply to solicitations issued on or after the effective date. Existing contracts may be modified in some cases, so check with your contracting officer. *Have a FAR or DFARS clause question? Post it below and get answers from the community.*

How to Get a GSA Schedule Contract: The Complete GSA MAS Application Guide: A **GSA Schedule**, officially the **GSA Multiple Award Schedule (MAS)**, is a long-term contract that lets federal, state and local agencies buy from your company with pre-negotiated prices and terms. It is one of the most widely used **government contract vehicles**. Here is how to decide if you need one and how to apply. # What Is the GSA Multiple Award Schedule? The MAS is an IDIQ-style contract with a base period and option periods that can run up to 20 years. It covers products, services and solutions in large categories such as IT, professional services, facilities, office management, security and industrial products. Agencies place task and delivery orders against it, often through **GSA eBuy** and **GSA Advantage!** # Benefits of a GSA Schedule - Faster, simpler buying for agencies, so you are easier to buy from - Access to opportunities on eBuy that are only open to schedule holders - Blanket Purchase Agreements (BPAs) built on top of your schedule - Eligibility for some state and local purchases through Cooperative Purchasing - Credibility with buyers and prime contractors # Is a GSA Schedule Right for You? A schedule is a hunting license, not a guarantee of sales. It works best when you already have a target customer base that buys through GSA, or you are ready to market actively to agencies. Check GSA sales data for your Special Item Numbers (SINs) to see demand. # GSA MAS Requirements - Active **SAM.gov** registration - Generally **two years of corporate experience** (the Startup Springboard option can let newer firms use the experience of key personnel) - **Financial statements** showing responsibility - **Past performance** references or a past performance report - Products compliant with the **Trade Agreements Act (TAA)** - Commercial pricing information to support a fair and reasonable price # How to Apply: Step by Step - **1. Complete the GSA readiness training.** GSA requires prospective offerors to complete its pre-offer training. - **2. Choose your SINs.** Special Item Numbers define what you can sell on the schedule. - **3. Get a digital certificate** to sign your offer electronically. - **4. Prepare your offer:** technical narratives (corporate experience, quality control, relevant project experience), pricing and labor category descriptions. - **5. Submit through eOffer.** - **6. Negotiate with the contracting officer** on price and terms, then sign your award. # After Award: Keep Your Schedule Healthy - Upload your catalog to GSA Advantage! - Track and remit the Industrial Funding Fee on sales - Report sales accurately and on time - Submit modifications to add products, services or price adjustments - Meet minimum sales expectations to avoid cancellation # GSA Schedule vs. GWAC **Government-Wide Acquisition Contracts (GWACs)** are IT-focused multiple-award contracts with a fixed set of awardees, competed periodically. A GSA Schedule accepts offers on a rolling basis. Many IT firms pursue both. # Frequently Asked Questions ## How long does it take to get a GSA Schedule? Timelines vary with offer quality and complexity. A complete, well-supported offer moves fastest. ## Does it cost money to get a GSA Schedule? GSA does not charge an application fee. Costs are your time, any consultant fees and the digital certificate. ## Can a new business get a GSA Schedule? Possibly, through the Startup Springboard option if key personnel have relevant experience. *Have questions about your GSA offer or modifications? Ask the community below.*

How to Sell to the Department of Defense: SBIR/STTR, OTAs and DoD Procurement Pathways Explained: The Department of Defense is the largest contracting agency in the federal government, accounting for well over half of all federal contract spending. For companies new to **defense contracts**, DoD can feel like a maze. This guide explains the main **DoD procurement pathways**, including **SBIR/STTR** and **Other Transaction Authority (OTA)**, and how to get started. # Understand How DoD Buys DoD buying is spread across the military departments (Army, Navy and Marine Corps, Air Force and Space Force) and defense agencies such as the Defense Logistics Agency (DLA), Defense Information Systems Agency (DISA) and Defense Health Agency. Each has its own contracting commands, small business offices and forecasts. Pick a few target buying commands instead of "selling to DoD." # Traditional FAR-Based Contracts Most DoD awards follow the FAR and the **Defense Federal Acquisition Regulation Supplement (DFARS)**. Expect DFARS clauses on cybersecurity (DFARS 252.204-7012 and CMMC), specialty metals and domestic sourcing, and counterfeit parts. Opportunities appear on SAM.gov, and DLA posts many supply solicitations on **DIBBS**. # SBIR and STTR: Non-Dilutive R&D Funding The **Small Business Innovation Research (SBIR)** and **Small Business Technology Transfer (STTR)** programs fund small businesses to develop technology the government needs. Congress reauthorized the programs in 2026 after a lapse, so check current DoD topic releases. - **Phase I:** feasibility study - **Phase II:** prototype development - **Phase III:** commercialization funded by non-SBIR money, which can be awarded sole-source STTR requires partnering with a research institution. SBIR Phase III sole-source authority is a major advantage for successful firms. # Other Transaction Authority (OTA) **OTAs** are agreements outside the FAR used for prototype projects, research and production follow-ons. They are faster and more flexible. Many are awarded through **consortia** that issue calls for white papers on behalf of DoD customers. Nontraditional defense contractors, including commercial tech startups, are a key audience for OTAs. # Other Entry Points - **Commercial Solutions Openings (CSOs)** for innovative commercial technology - **Defense Innovation Unit (DIU)** solicitations for commercial solutions - **Subcontracting** to major defense primes, which must meet small business subcontracting goals - **APEX Accelerators**, which provide free help to businesses entering the defense market # Requirements Defense Contractors Should Expect - SAM.gov registration with a CAGE code - NIST SP 800-171 compliance, an SPRS score and CMMC as required - Facility and personnel security clearances for classified work - ITAR or EAR export control compliance for defense articles and technical data # Frequently Asked Questions ## Are OTAs only for large defense companies? No. OTAs were designed partly to attract nontraditional and small companies. ## How do I find SBIR topics? DoD publishes topics through its SBIR/STTR program portal, and all agencies' topics are listed on SBIR.gov. ## Can a commercial company sell to DoD without changing its product? Often yes. Commercial product and service rules, CSOs and OTAs all aim to make commercial buying easier. *Working on a DoD pursuit? Share your questions with the defense community below.*

State and Local Government Contracting (SLED): How to Find Bids and Register on Procurement Portals: Federal contracts get the headlines, but **state and local government contracts** are a huge, often less competitive market. The **SLED** sector (state, local and education) includes states, counties, cities, school districts, universities, transit authorities and special districts. Each buys everything from janitorial services to software. Here is how to find **government bids** and get registered. # Why SLED Contracting Is Worth It - **Thousands of buyers:** every state, county, city and school district runs its own purchasing. - **Local preference:** many jurisdictions give an edge to local or in-state businesses. - **Smaller contract sizes:** a good fit for small businesses building past performance. - **Diversity programs:** state MBE, WBE, DBE and small business programs set goals and set-asides. # Step 1: Register on State Procurement Portals Most states run a central **eProcurement portal** where vendors register, choose commodity codes (often NIGP codes) and receive bid notifications. Registration is usually free. Complete your profile fully, because buyers often search vendor lists for informal quotes below the formal bid threshold. # Step 2: Register With Local Governments Counties, cities, school districts and universities frequently have separate vendor registration systems. Start with the jurisdictions closest to you and those with the largest budgets in your category. Many local agencies post bids on their own websites or on shared bid platforms. # Step 3: Get Certified State and local certifications can open set-asides and subcontracting goals: - **MBE/WBE** (minority- and women-owned business enterprise) - **DBE** (Disadvantaged Business Enterprise) for U.S. DOT-funded transportation projects - **State small business** and veteran-owned programs # Step 4: Use Cooperative Purchasing Contracts **Cooperative purchasing** lets one agency's competitively awarded contract be used by other public agencies. Getting on a cooperative contract or a state contract can unlock sales to many agencies without bidding each one. Some local governments can also buy from GSA Schedules under the Cooperative Purchasing and Disaster Purchasing programs. # Step 5: Read the Bid Documents Carefully SLED solicitations come as **Invitations for Bid (IFB)**, **Requests for Proposal (RFP)** and **Requests for Quote (RFQ)**. Watch for: - Mandatory pre-bid meetings and site visits - Notarized forms, bid bonds and insurance requirements - Exact submission method and deadline (late bids are rejected) - Prevailing wage requirements on public works # Step 6: Build Relationships Meet purchasing officers and department heads, attend vendor fairs and reverse trade shows, and request bid tabulations after awards to learn competitors' pricing. # Frequently Asked Questions ## Do I need a SAM.gov registration for state contracts? Usually not, but projects funded with federal grants may require it, and federal grant rules can apply. ## What is a bid tabulation? A public record of each bidder's price after bid opening. It is one of the best free sources of competitive pricing intelligence. ## Are state and local contracts easier to win than federal contracts? Often there is less competition and paperwork, but rules vary widely by jurisdiction, so read each solicitation closely. *Which state or local portals have worked best for you? Share them below.*

Teaming Agreements vs. Joint Ventures: How Small Businesses Partner With Prime Contractors: Very few companies win large federal contracts alone. A smart **teaming agreement**, **joint venture** or **mentor-protégé** relationship lets small businesses reach bigger opportunities, fill capability gaps and build past performance. This guide explains the options and how to structure them correctly. # Prime-Sub Teaming Agreements A **prime-subcontractor teaming arrangement** is the most common structure. One company is the prime contractor and holds the contract. Partners perform as subcontractors under subcontract agreements. **A strong teaming agreement covers:** - Scope of work and workshare (percentage or specific tasks) for each partner - Exclusivity: whether partners can join competing teams - Proposal responsibilities and cost sharing - Commitment to negotiate a subcontract upon award - Confidentiality, non-solicitation of employees and termination terms Courts have sometimes found vague teaming agreements to be unenforceable "agreements to agree." Attach a draft subcontract or a detailed statement of work to make your workshare commitment stronger. # Joint Ventures A **joint venture (JV)** is a separate entity, usually an LLC, formed by two or more companies to pursue a specific contract. For small business set-asides, a JV generally qualifies as small if each member is small under the NAICS size standard, or if it is formed under an SBA mentor-protégé agreement. Set-aside JVs must meet SBA rules on the managing venturer, workshare and the written JV agreement. # The SBA Mentor-Protégé Program SBA's **Mentor-Protégé Program** pairs a small business protégé with an experienced mentor, often a large prime. The key benefit: a mentor-protégé JV can compete for small business set-asides as a small business while drawing on the mentor's capabilities and past performance. Mentors may also provide business development help, training and, in some cases, equity investment. # Know the Limitations on Subcontracting When a small business wins a set-aside, it must keep a required share of the work. Under the **limitations on subcontracting** rule, the prime cannot pay more than a set percentage of the contract amount to non-similarly situated subcontractors: - **Services:** 50% - **Supplies (excluding cost of materials):** 50% - **General construction:** 85% - **Special trade construction:** 75% Work done by similarly situated subcontractors (for example, other small businesses with the same status) does not count against the limit. Violations can bring serious penalties, so track workshare throughout performance. # How to Find the Right Teaming Partners - Search award data to find primes that already win at your target agency. - Attend industry days and agency small business events. - Check prime contractors' supplier portals and small business liaison officers. - Use the **GovConUnited Teaming** and **Partners** pages to find complementary firms. # Frequently Asked Questions ## Is a teaming agreement the same as a subcontract? No. A teaming agreement governs the pursuit. The subcontract governs actual performance after award. ## Can a large business be a mentor? Yes. Mentors can be large or small businesses that can provide meaningful assistance to the protégé. ## What is "ostensible subcontractor" risk? If a small prime relies too heavily on a large subcontractor to perform primary and vital requirements, SBA may treat them as affiliated, which can make the prime ineligible for the set-aside. *Looking for a teaming partner? Post your capabilities and target agencies below.*

Federal IT Modernization Contracts: How to Win Cloud Migration, DevSecOps and Legacy Modernization Work: **Federal IT modernization** remains one of the biggest growth areas in government contracting. Agencies are moving workloads to the cloud, replacing decades-old legacy systems, adopting **DevSecOps** and strengthening zero trust security. For IT services firms, these **government IT contracts** offer long-term, recurring work. Here is how to position your company to win. # Why Agencies Are Modernizing - **Legacy risk:** aging systems written in outdated languages are costly to maintain and hard to secure. - **Cybersecurity mandates:** zero trust architecture, logging and identity requirements push agencies toward modern platforms. - **Customer experience:** agencies are measured on digital services that work for the public. - **Data and AI:** modern data platforms are a prerequisite for analytics and AI adoption. # Top Types of IT Modernization Work - **Cloud migration** to commercial cloud service providers, including rehosting, replatforming and refactoring applications - **Application modernization** and mainframe or COBOL migration - **DevSecOps** pipelines, containerization and automated testing - **Zero trust** implementation and identity, credential and access management (ICAM) - **Data modernization**, data lakes and analytics platforms - **Agile digital services** and human-centered design # Understand FedRAMP The **Federal Risk and Authorization Management Program (FedRAMP)** standardizes security authorization for cloud products used by federal agencies. If you sell a SaaS or cloud product, a FedRAMP authorization dramatically widens your market. If you are a services firm, know which FedRAMP-authorized platforms your customer uses and show certified expertise in them. # Where IT Modernization Money Flows - **Government-wide acquisition contracts (GWACs)** and multiple-award IDIQs, where task orders are competed among holders - **GSA Multiple Award Schedule** IT categories - **Agency-specific IDIQs** and blanket purchase agreements - **The Technology Modernization Fund (TMF)**, which funds selected agency modernization projects If you are not on a major contract vehicle, team with a prime that is. Many modernization dollars are only reachable through task orders. # How to Differentiate Your Proposal - Show **measurable outcomes**: reduced hosting cost, faster deployments, fewer incidents. - Describe a low-risk **migration methodology** with phased cutovers and rollback plans. - Demonstrate **security by design** and continuous ATO support. - Bring **certified staff** in the customer's cloud platforms and tools. - Offer a working demo or prototype when the procurement allows it. Agencies increasingly use technical challenges and oral presentations. # Frequently Asked Questions ## Do I need FedRAMP authorization to provide cloud migration services? Services firms usually do not need their own authorization, but the cloud products used must meet the agency's FedRAMP requirements. ## What contract vehicles matter most for IT modernization? It depends on the agency. Research where your target customer has historically placed task orders using USAspending.gov and FPDS data. ## Can small businesses win modernization contracts? Yes. Many IT vehicles have small business pools, and agile modernization work often goes to smaller, specialized teams. *What modernization projects is your team working on? Join the discussion below.*

How to Write a Winning Government Proposal: Section L and M Compliance, Win Themes and Color Team Reviews: **Government proposal writing** is where capture work turns into revenue. A strong **RFP response** is compliant, easy to evaluate and built around clear **win themes**. Here is a proven process for writing proposals that score well with federal evaluators. # Start With Capture, Not the RFP The best proposals are mostly written before the RFP is released. During **capture management**, learn the customer's mission, pain points, budget and incumbent performance. Shape requirements through RFI and sources-sought responses, and line up teaming partners early. If you first hear about an opportunity when the RFP drops, your win probability is low. # Understand Section L and Section M In a Uniform Contract Format solicitation: - **Section L (Instructions to Offerors)** tells you how to organize and format the proposal: volumes, page limits, fonts and required content. - **Section M (Evaluation Factors)** tells you how you will be scored, such as technical approach, management, past performance and price, and their relative importance. Your outline should mirror Section L, and every section should clearly answer the Section M criteria. Evaluators score against a checklist. Make it easy for them to find each item. # Build a Compliance Matrix A **compliance matrix** maps every "shall," "must" and "will" in Sections C, L and M to a proposal section and page. It prevents the most common cause of losing: being found non-compliant or "unacceptable" for missing a requirement. # Develop Strong Win Themes A **win theme** links a customer need to your feature, a proven benefit and evidence. Formula: *Customer hot button + your solution + quantified proof*. Example: "Our automated ticket routing cut help desk resolution time 38% at a similar agency, directly supporting your goal of faster service to field offices." Repeat themes in the executive summary, section intros and graphics. # Write for Evaluators - Lead each section with the answer, then support it. - Use the solicitation's own terms and numbering. - Replace claims with proof: metrics, past performance and named tools. - Call out **strengths** explicitly ("This exceeds the requirement by...") so evaluators can document them. - Use graphics with action captions that state the benefit. # Run Color Team Reviews - **Blue Team:** validates capture strategy and win themes before writing. - **Pink Team:** reviews storyboards or an early draft for structure and compliance. - **Red Team:** scores the near-final draft as an evaluator would, using Section M. - **Gold Team:** executive review of price, risk and final approval. - **White Glove:** final production check of formatting, page counts and submission files. # Price to Win Know whether the award is **Lowest Price Technically Acceptable (LPTA)** or **best value tradeoff**. A price-to-win analysis using past award data, labor rates and competitor intel keeps your technical solution and price aligned. # Frequently Asked Questions ## How long should a government proposal take to write? Typical RFP response windows are 30 days, sometimes less. That is why capture and reusable content libraries matter so much. ## Should small businesses bid on every RFP? No. Use a bid/no-bid decision based on customer knowledge, fit, competition and capacity. A focused pipeline wins more. ## Can I request a debriefing if I lose? Yes. Request one in writing promptly. Debriefings are among the most valuable inputs for your next proposal. *What is your best proposal tip? Share it below and help the GovConUnited community win more work.*

CMMC Compliance in 2026: Levels, SPRS Scores, NIST SP 800-171 and What Contractors Must Do Now: The **Cybersecurity Maturity Model Certification (CMMC)** program is now part of how the Department of Defense awards contracts. If your company handles **Federal Contract Information (FCI)** or **Controlled Unclassified Information (CUI)**, CMMC compliance is no longer optional. This guide explains the CMMC levels, how **SPRS scores** work, and what to do while the rollout continues. # Where CMMC Stands in 2026 CMMC Phase 1 began on November 10, 2025, when the DFARS CMMC clause started appearing in new DoD solicitations. Phase 1 requires self-assessments. Phase 2, which would require third-party certification for most Level 2 contracts, was scheduled for November 10, 2026, but DoD paused it in July 2026 pending a program review. Watch for official updates, because dates can change. **What has not changed:** DFARS 252.204-7012 safeguarding requirements, NIST SP 800-171 implementation, SPRS score submission and Phase 1 self-assessments all remain in force. # The Three CMMC Levels - **Level 1 (Foundational):** for contractors that handle only FCI. 15 basic safeguarding requirements from FAR 52.204-21, with an annual self-assessment and affirmation. - **Level 2 (Advanced):** for contractors that handle CUI. The 110 security requirements of NIST SP 800-171. Depending on the contract, either a self-assessment or a certification assessment by an authorized C3PAO, every three years. - **Level 3 (Expert):** for the most sensitive programs. Level 2 plus selected NIST SP 800-172 requirements, assessed by the government (DIBCAC). # What Is an SPRS Score? The **Supplier Performance Risk System (SPRS)** holds your NIST SP 800-171 assessment score. Scores range from 110 (all controls implemented) down to -203. Each unmet control subtracts 1, 3 or 5 points. Contracting officers can see your score, so an honest, current score matters. # Key Documents: SSP and POA&M Your **System Security Plan (SSP)** describes your CUI environment and how each requirement is met. A **Plan of Action and Milestones (POA&M)** lists gaps and fix dates. Under CMMC, POA&Ms are allowed only for certain lower-weighted requirements and must be closed within 180 days for a conditional status to become final. # A Practical CMMC Readiness Checklist - Identify where FCI and CUI live and shrink that scope (an enclave can reduce cost). - Run a gap assessment against all 110 NIST SP 800-171 requirements. - Write or update your SSP and POA&M. - Submit an accurate score to SPRS and have a senior official affirm it. - Check that cloud providers handling CUI meet FedRAMP Moderate or equivalent. - Flow CMMC requirements down to subcontractors that touch FCI or CUI. - Book a C3PAO early. Assessor capacity is limited compared to the size of the defense industrial base. # Frequently Asked Questions ## Does CMMC apply to subcontractors? Yes. Primes must flow down the required CMMC level to any subcontractor that processes, stores or transmits FCI or CUI. ## How much does CMMC Level 2 certification cost? Cost depends heavily on scope and how much is already in place. Remediation is usually the larger cost, not the assessment itself. ## Does the Phase 2 pause mean I can wait? No. NIST SP 800-171 has been a contractual requirement under DFARS 7012 for years, and false SPRS scores create False Claims Act risk. *Where is your company in its CMMC journey? Share lessons learned below.*

**Winning the Contract Is Only Half of It: Keep Your Company in Good Standing** Plenty of small contractors put real work into SAM.gov and their certifications, then lose ground on the basics that keep the business eligible. A few things worth putting on the calendar: - **State annual reports and fees.** Most states require an annual or biennial report. Miss it, and the state can administratively dissolve or suspend your entity, which can put active contracts and your SAM.gov registration at risk. - **SAM.gov renewal.** Registrations must be renewed every year. If yours lapses, you generally can't receive new awards until it's active again. - **Registered agent coverage.** Every state you're registered in requires a registered agent with a current address. A lapsed agent means missed legal and tax notices. - **Consistent records.** Your legal name and address should match across state filings, the IRS, and SAM.gov. Changes in one place need to be updated everywhere. - **Certificates of good standing.** Primes, lenders, and certification reviewers often ask for one. It helps to know you can pull it on short notice. A simple compliance calendar with renewal dates and reminders a few weeks out saves a lot of last-minute scrambling. Full disclosure: BizProz handles registered agent service and compliance tracking for businesses, so this is something we deal with every day. Glad to answer questions here.

**Before You Register in SAM.gov: Get Your Business Structure Right** One of the most common mistakes I see from new contractors is jumping straight into SAM.gov before their business foundation is in place. Incorporating as an LLC or corporation isn't technically required to register, but it makes everything that follows smoother: - **Liability protection.** Government contracts carry real obligations. A formal entity separates your personal assets from the business. - **Clean registration data.** SAM.gov validates your legal business name and EIN against IRS records. Mismatches are one of the top causes of registration delays. - **Certifications.** 8(a), WOSB, SDVOSB and HUBZone reviews all look closely at ownership and control. Clear operating agreements and formation documents make those reviews far easier. - **Credibility with primes.** Teaming partners and contracting officers take an incorporated, in-good-standing company more seriously. - **Audit readiness.** Separate entity books and banking are the starting point for DCAA-compliant accounting. Order of operations I recommend: form your entity, get your EIN, set up a registered agent and business bank account, then register in SAM.gov. Full disclosure: helping businesses with formation, EINs and registered agent service is part of what we do at BizProz. Happy to answer questions here either way.